Revenue Co-Pilot | Founder @ RVNU | Coined the term 'GTM Debt' | 2 x $150m+ exits | Angel Investor
The need to cannibalize your revenue in SaaS comes in waves. We've entered the new wave, where AI forces the cannibalisation. It will create a revenue trough, which will shorten runway, and force RIFs. Revenue pivots are a critical piece of the startup journey, but boy they take courage, vision, outstanding execution and excellent communication skills. Revenue troughs that are too deep are existential threats for startups Shallow revenue troughs are best, however the more shallow the trough The greater the chance the pivot has not been fully committed to. All the while founders have to maintain enough runway to keep running the business. But how do they raise capital to have the runway required When they are reporting slowing growth? It's a wild conundrum that we speak about with founders very frequently. I've personally led these pivots in 3 of my previous companies And we routinely explore these revenue pivots with our clients If you're a SaaS CEO/founder, this will keep you up at night. And I know almost every founder that's not AI native, faces this issue. For a deeper dive on how to navigate this existential conundrum Sign up to our newsletter, it's FREE Or drop me a DM and let's find time to talk it through. #sales #saas #startups #GTMdebt #venturecapital
CRO ⋆ Board Member ⋆ Strategic Growth Advisor 📈 ⋆ Go-to-Market ⋆ AI ⋆ SaaS ⋆ Enterprise ⋆ Startups ⋆ Private Equity & Venture Capital ⋆ Servant Leader ⋆ Mentor ⋆ Enemy of Dogma ⋆ Friend of Dogs
2moThe more time in the trough, the more likely you're led to the slaughterhouse... 🐷 You nailed it Wayne Morris. It's one of the toughest things to do, especially for founders. It takes courage, vision, execution, communication...and *humility*. Cling too tightly to the idea that got you that far - the idea that is now being displaced, disrupted, disintermediated - and you're sealing your fate! ☠